Director, Trade Contracting

About this role

Director, Trade Contracting  

Background:  

The Director, Trade Contracting leads the development,   execution , and lifecycle management of all GSK and ViiV Trade/Channel contracts across wholesalers, distributors, specialty pharmacies, and digital pharmacy partners. This role sits at the center of a complex internal matrix — partnering with Trade Strategy, Market Access, Legal,   Fee for Service and Fair Market Compliance , Finance, and Commercial team s . Success in this role requires balancing strategic commercial priorities with compliance standards to secure agreements that are both competitive and durable.  

Role Description :  

The Director, Trade Contracting,   is responsible for   the development, execution, and maintenance of all GSK Trade/Channel contracts, interacting with a complex matrix both internally   and with   external customers.  

Specific   Responsibilities   include :  

• Trade Contracting works across the Trade, Market Access, and Commercial organization to develop and   maintain   contracts that reflect the business trade strategy.  

• Work closely with other internal departments including Legal, Fair Market Value (FMV)   Compliance , Trade Operations, Trade Performance & Analytics, Contract & Chargeback Operations, and Finance.  

• Develop relationships with key contacts at GSK and ViiV Trade Partners and ensure open, effective lines of communication are in place.  

• Oversight over   all Trade distribution segments where GSK products are sold and distributed, including:  

• Wholesalers (GSK & ViiV)  

• Distributors (GSK & ViiV) across:   Vaccines , Oncology, Immunology, Respiratory   Specialty   and Anti-Infectives  

• Specialty Pharmacies  

• Digital Pharmacy  

• Provide contracting support for ViiV Healthcare for all areas where ViiV products are sold and distributed (as listed above).  

• Be accountable for the development of distribution contracts and interact closely with the Trade Strategy team and business units to ensure the trade strategy enables key commercial priorities, and that this strategic intent is reflected in all GSK Trade distribution agreements.  

• Ensure Trade Distribution and Service Agreement contracts are developed in line with Fair Market Value compliance standards and in alignment with legal guidance.  

• Negotiate contract terms with external customers (as listed above), working collaboratively with the Trade Enterprise Account Director, the Sr. Director, Trade Strategy, Contracting & Sales, and the VP, Channel Access Strategic Accounts.  

• Review and approve all quarterly wholesaler and distributor Fee-For-Service (FFS) payments based on customer performance against Trade Agreement–defined metrics.  

• Work collaboratively with FFS Compliance and external vendors to ensure that GSK’s bona fide service offering is compliant and competitive.  

• Manage all phases of the contracting cycle, including contracting strategy development, drafting, negotiation, execution, and identifying/executing amendment needs based on strategic evolution, national policy, and legislative changes.  

• Support the development and regular updating of Terms of Sale/Terms of Purchase for other direct GSK purchasers (e.g., GSKDirect.com).  

• Play an active role in contributing to Business Case Proposals brought forward by Trade Strategy to the SPC forum.  

Basic Qualifications :  

• Bachelor’s degree in a business-related area.  

• 10 +   years pharmaceutical, channel/trade, market access, or distribution experience.  

• Industry knowledge: understands the pharmaceutical channel/trade industry and distribution networks, with a focus on specialty product distribution.  

• Ex perience with   analytic s, w ith   an   emphasis on data management, financial modeling, and using facts and data to provide recommended courses of action.  

• Strategic implementation experience.  

• Business case development experience.  

Preferred Qualifications:  

• MBA or advanced degree .  

• The   ability to forge strong working partnerships with internal and external stakeholders .  

• A   successful   track record   of   negotiati ng   with large, complex customers.  

• E ffectively   being able to   engage a large matrix team to secure agreement with key GSK Trade customers   in a timely manner , with competitive, best-in-class rates for GSK.  

• The capability   to mak e   strategic decisions and recommendations based on evaluation of facts and data, including situations where data may be incomplete.  

• The skills and knowledge   to understand, interpret, and draft contract language.  

Location: Field Based (National)  

How to apply If this role speaks to you, we encourage you to apply. Tell us how your experience aligns to the responsibilities and qualifications. We look forward to learning how you can contribute to our mission and grow with us.

#LI-GSK  #GSKCommercial  #MarketAccessTrade2026

Skills Brand Marketing, Data to Insights, Digital Fluency, Enterprise Thinking, Global Product Strategy, Launch Excellence, Scientific Literacy    

Please visit  GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK? Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matte

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